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Train your sales team how to shift to strategic sales
at a fraction of the cost of classroom training

To learn more about the BTA Strategic Sales Semester, click here to watch an informational webinar.Click here to download the webinar slides.

Start Date:

To be announced

Tuition:*

Dealerships with 1-5 participating sales reps: $250 per month FOR THE ENTIRE TEAM

Dealerships with 6-10 participating sales reps: $500 per month FOR THE ENTIRE TEAM

Dealerships with more than 10 participating sales reps: Call Mitch Morgan for pricing at (913) 269-7255.

*Non-members: The first payment requires an extra $430. Non-member tuition includes a one-year BTA dealer membership. Completion of all sessions required for one-year membership to remain in effect.

BTA members may apply their $150 educational discount received with their membership toward this workshop. If selected upon checkout, BTA will apply the discount to the final payment or the full amount if paid upfront.

The industry is shifting from transactional sales to strategic sales, and sales reps need new skills for this transition. Transactional sales are characterized by:

An equipment focus

Selling a payment

Replacement of base (current or net new)

Mid-level buyers

Strategic sales are characterized by:

Probing for pain

Alignment of solutions to a prospect's business goals

Determining (and getting to) the right level in the organization

Justifying incremental spend

Determining which accounts and which opportunities require a transactional approach and which accounts require a strategic approach is a skill required to be successful today and into the future.

Growth Achievement Partners has trained hundreds of sales reps — from brand-new reps to seasoned, successful major account executives. Its Strategic Methodology Framework (SMF) is a step-by-step sales process that contemplates the transactional and strategic sale, and is specifically designed for the office technology industry.

Learning is not a one-time event. In order to optimize learning, a variety of methods should be utilized.

Wouldn't it be great if your entire sales team (including leadership) could travel a journey to success together by utilizing time-tested processes that work?

Multiple learning methods are required to truly impact business performance. This workshop appeals to visual, auditory and kinesthetic learning. The methods that are employed include:

Sales Leader Briefing: Course content and delivery of the Strategic Sales Toolkit to sales leadership in advance of the class.

Bi-Weekly Web-Based Training: Distance learning content delivered in a step-by-step process over time to enable students incremental learning and the ability to put new concepts to work in the field.

Sales Meetings in a Box: Reinforcement of concepts at a local level with sales leadership and peer interaction.

Peer Collaboration: Interaction with a national group of sales executives that are on the same journey through open sessions and a Yammer (business social network) site.

Self Evaluation: Precourse self evaluation and periodic assessments through the semester to ensure concepts are put into action.

Smartphone App: Critical concepts and field-relevant tips "anytime, anywhere" through a customized learning app available for Apple and Android users.

The BTA Strategic Sales Semester consists of 13 online training sessions held every other week over six months. These sessions are 45 to 60 minutes in length and geared to specific parts of the sales process. Each module includes skill-building exercises and field-based activities reps will be asked to complete. These online training sessions include opportunities for polls, test questions and interactive Q&A. Participants will also receive the modules in an app so they can listen to training anytime, anywhere, and repeat sessions or establish a library for future use. The first session will be a pre-workshop session with the dealership's sales leaders that will educate executive leadership on the content, concepts and flow of the class.

The course modules include:

Competencies & Self Assessment

Company Story & Four-Sentence Reference

Technology Shift & Establishing Relevance

Closing

Managed Services in Sales Process

Strategic Sales Process (SMF)

Transactional vs. Strategic Accounts

Better Meetings

Account Reviews/Account Management

Business Process Optimization

Here & Now: Expanding the Equipment Sale

Sponsor Strategies

Utilizing the Specialist

Adjacencies

Territory Planning & Execution

Prospecting System

Trusted Adviser

Deal Momentum

Business Process Understanding

Off-Cycle Sales

The BTA Strategic Sales Semester will also include collaboration through Yammer, an enterprise social network; sales manager materials; monthly open-forum sessions; an initial assessment; and ongoing evaluations.

GAP will be available to do on-site classes when needed, whether to kick off the program or to get a deeper dive into strategic concepts and skill building. These sessions will be priced separately and directly with each company.

Mitch Morgan is a partner at GAP. He founded the Connectivity Dealer Program at NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005. He can be reached at mitch@growthachievementpartners.com or at (913) 269-7255.

Chris Ryne, a partner at GAP, brings significant experience in driving growth and profitability, possessing a comprehensive understanding of the industry that includes traditional and emerging markets from both a sales and operations perspective. His tenure includes 10 years with IKON, where he built and led a successful professional services business unit from startup to a well-integrated team. He can be reached at chris@growthachievementpartners.com or at (913) 522-5454.

Testimonials

"We are so thankful that we enrolled in the BTA Strategic Sales Semester, run by Mitch and Chris of Growth Achievement Partners! We are thrilled to have a strategy for moving away from 'speeds-and-feeds'-based selling and, instead, positioning ourselves as strategic business partners and consultants for our customers and prospects. The fact the training is tailored to our industry makes it all the more relevant and beneficial. We would highly recommend this training to any organization looking to grow their business through consultative selling as opposed to competing on hardware costs and fractions of a penny on managed print services." — Elizabeth Ross, Laser Logic Inc., Lawrence, Kansas

"One of the best training programs to date. This has helped my new hires and my senior reps develop or sharpen their sales skills, and really develop account management skills."— Jason Rheinlaender, Knight Office Solutions, San Antonio, Texas